The other day I had the conversation with a sales leader about coaching their team in productivity, Emotional Intelligence (EQ) and general performance. This discussion came on the back of an executive leadership coaching discussion I had with the management team. In this case they just went through a big transformation of the company. The challenge was not very uncommon: the executive team and team leaders are either not trained in coaching their teams, or too busy. Time is a huge challenge for most of them. Transitions, mergers, acquisitions and general restructures affect the time they have to spend with their teams, and this ultimately has a negative impact on performance. Most team performances goes up, if the team lead spends regular time and carry out 1:1 with their teams. This way they identify blockers they can resolve, and help them on their journey, motivate them to do better. This is what I have found in my 15 years in sales and client services life. When I asked the question, what if all of your sales team performed like the top 5%, the eyes of the sales leader lit up. Imagine, she said, not only would we add 20% moreContinue reading
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